Breaking Away from the Status Quo Starts Inside Yourself

An excerpt adapted from Shiftability: Creating a Sustainable Competitive Advantage in Selling. Coyau / Wikimedia Commons, via Wikimedia Commons Anyone in sales today faces an uncertain future. We could almost say anyone in any business role today faces an uncertain future. We live in an age of disruption and disintermediation. The business landscape is rapidly and radically […]

shift, shiftability, sales leadership, addicted to the status quo

Addicted to the Status Quo

Over the years author Steve Chandler has been a highly positive influence to many of us on the Microchip team. Steve’s teachings around the concept of being Fearless were central to the first few years of my weekly message to the team.  Steve taught us all that our greatest challenge was overcoming the fear that exists in our own head about things […]

Shiftability: Making A Difference Around The World

Many of us have no idea what it’s like to be thirsty. We have plenty of water to drink — even the water in our toilets is clean! But many people around the world don’t have that luxury. Every day, about 1,400 children die from diseases caused by unsafe water and poor sanitation. But it […]

shiftability, sales, sales leadership, insight deliver, insight creation, personalized insight

Creating Client-Focused Insight

An excerpt adapted from Shiftability: Creating a Sustainable Competitive Advantage in Selling. Just like an off-the-rack suit, off-the-shelf insights can eventually be replicated by the competition and your differentiation is lost. You are back to where you started, with everyone packaging and selling the same solution, selling the same suit. The real difference maker that […]

Who is your center of focus?

Thinking differently to respond and thrive in a different age of selling requires a different center of focus. It’s far too easy to get inwardly focused on our products, on our features and benefits, on our pitch, on our sales cycle. Instead our new thinking and new actions that will lead us to developing new clients must […]